BASIC FUNCTION:

By working closely with key account managers, the person will ensure that all national account objectives are achieved, and all strategies are implemented and followed through at Account level.  This will involve preparation and implementation of an account-specific business plan for each of the customers. He/She is also responsible for ensuring that all associated budgetary commitments are closely monitored, so that trade spend levels are kept within the guidelines that have agreed to.

RESPONSIBILITIES:

• Delivery of committed targets/objectives for key accounts.
• Plan and implement promotional plans at the national level.
• Build and maintain a sound working relationship with Regional Sales Managers to ensure promotional plans are executive effectively and trade spend for key account activities are managed effectively at the regional level.
• Develop account plans and be accountable for national implementation of the plans.
• Review account plan with customers regularly at national and regional levels.
• Management of key account sales structure and supporting teams, providing training and leading key account teams in the country.
• Present new lines gain distribution and listing acceptance.
• Control and monitor national key account trade spend.
• Monitor competitor activities and analyses against overall market performance.
• Responsible for overall collection targets for key account customers and adherence to the credit management policies of the company.
• Involved in negotiating trading terms with the Sales Director.
• Accompany key account managers to the field on a regular basis.
• Expected to have input into development of new products, overall pricing and trade strategies.
• Build and maintain a sound working relationship with all key personnel in the trade.
• Identify knowledge and skill level of account managers in order to build a national/centralized team.
• Provide input to overall sales strategies through involvement with trade marketing meetings, the purpose of which is to develop sales plans by account, which will be built into a total national plan.  This will then be presented to business approval.

• The candidate should possess a minimum of 5 years’ experience as a Key Account Manager in the FMCG industry.
• Preferably, he/she should have a tertiary education. Other essential traits include:
• Effective communication, planning, analytical, negotiation and persuasion skills.
• Effective leadership qualities and proven track record in key account management.
• Track record of leading and developing people.